Data-Driven Decision Making: Harnessing Analytics in Sales Automation
Learn why streamlining your sales process is of paramount importance and how you can maximize your automation efforts with the help of analytics.
Sales Automation
How to Optimize and Manage Qualified Leads
Learn how to optimize and manage qualified leads, so that you can smoothly move them through the pipeline.
Sales Automation Rocks…Don’t Forget to Personalize the Sales Experience
Automation is a powerful part of your sales and marketing arsenal, so this may seem like a strange question to ask– Is it really possible to over-automate your customer and prospect communications? In short, yes. Prefer to listen instead of read? Over-automation is, basically, treating every prospect and customer the same. You remove any customization …
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5 Tips to Improve Customer Experience Using Sales Automation
Recent studies suggest that consumers are increasingly relying more on word-of-mouth and recommendations from friends and family when making buying decisions. These studies also reveal that 61% of customers who have a positive experience will tell their friends and family. So the question is, how can you create a better customer experience? Let’s assume you’ve …
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Lead Management for the Solar Energy Industry – Infographic
Lead management is a vital part of the sales process for the solar energy industry. According to the Solar Energy Industries Association (SEIA), 2014 was a great year for the industry. Installations of solar photovoltaics (PV) in Q3 were up 41 percent over the same period in 2013. Third quarter 2014 was also the second …
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No More Groundhog Grumbling
Punxsutawney Phil had his say this morning: six more weeks of winter. Ugh! Unless you like snow days and soggy shoes, that’s not a welcomed prediction. Before we get too worked up, though, how accurate is Punxsutawney Phil in his prognostications? 2014: Phil saw his shadow, and 2014 did have a long, cold winter that …
Sales Trends for 2015
It seems like only yesterday that I wrote the first post of 2014 and that year’s challenges and opportunities. The issues, for the most part, are unchanged: The necessity to respond rapidly Adoption of the new buying process where buyers self-educate The need to simplify the process for buyers What’s the 2015 spin on these …
Managing Leads for Success
I just had another conversation with a small business owner who was struggling to effectively manage the leads that he was purchasing from several online lead providers. He couldn’t understand why some of the leads were being called once on the first day and then wouldn’t reappear again for a month. Obviously, by then, they …
Automate Processes, Not People
A well-known book stated that men are from Mars and women are from Venus, but I sometimes get the feeling that this expression applies equally well to many sales people and their managers. Each group often has a different perception of how sales should be run, with the sales people believing that individual initiative and …